Bissett Bullet: A.C.C.O.U.N.T.S.
Today’s Bissett Bullet: “A pipeline is essentially a list of people we would like to bring value to, but how can we use it to forecast new business?”
By Martin Bissett
Here’s what you’re looking for: Martin Bissett
Answer – Can we solve their problems?
Cash – Can they afford us?
Convince – Do we need to convince anyone else in the business?
Objections – Are there any major objections unresolved?
Undertake – Is this work we actually want?
Necessity – Do THEY feel the need/urgency for change?
Timing – Is the next meeting date in the diary?
Signatory – Does your proposal need someone else to sign it off?
Perception, Even Your Own, Is Reality
You have to believe in yourself.
By Martin Bissett
Business Development on a Budget
“No man has the ability to step outside of the shadow of his own character.” – Robespierre
As far as our potential clients are concerned, how they perceive us is how we really are to them, regardless of the truth of the matter.
MORE: Eight Questions That Target Personal Accountability | How to Prepare for Partnership | Five Questions to Help Forecast Your Firm Growth | Do You Deliver on Your Website’s Promises? | Five Questions About Facing Challenges | Be Clear About Your ROI Proposition | It’s Time to Prepare the Next Generation | Who Are You More Committed to, Your Firm or Your Clients? | Nine Checkpoints Before Every Prospect Meeting | Three Questions about Conversion | Six Keys to Turning Prospects into Clients | Don’t Overlook Internal Communication | Four Reasons People Struggle with Communication | Why Firm Culture Matters for Partners
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Because of this, it’s important to realize that when we are meeting a new potential client who has not been referred to us, it does not matter what the reality of our value proposition is; it matters how that potential client perceives our value proposition. Therefore, to be effective in winning work, we must understand how we can positively influence their perception of us at each stage of the relationship-building process.
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Bissett Bullet: Keeping Up Appearances
Today’s Bissett Bullet: “So many judgments are made of us as accountants by prospective clients, sometimes even before we open our mouths.”
By Martin Bissett
Conclusions made about you by a potential client may be drawn from nothing more than the car you arrive in, for example, and that can be tricky. If the car is deemed too basic, the assumption will be that you’re not as successful as you say. Too flashy a car, however, and the inference will be that you’re splashing your client’s cash – “No wonder she charges us so much, we’re funding her lifestyle!” It’s a hard one to get right but as a rule, the aim is to project prosperity, not opulence.
It is important to present as professional an image as possible. In addition to clean, well pressed clothes and fresh breath, taking out an up-to-date laptop, using the latest phone and taking notes with a good quality pen are all external indicators of who and what you are and what it would be like to work with you.
Today’s To-Do:
Make sure that everything about your appearance is as professional as it could possibly be in order to create the right first impression with any potential clients.
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Bissett Bullet: Cash Reserves Kill Anxiety
Today’s Bissett Bullet: “The best thing you can do for your business is to build a six-month reserve for your personal and business finances.”
By Martin Bissett
Building a three- or six-month cash reserve removes anxiety. It creates calm and confidence and avoids lowballing just to win work. It frees creativity and allows you to think clearly about new ways to help your clients or to communicate your message to potential future clients.
Today’s To-Do:
Calculate your monthly expenses. Not income but what it costs you to keep the lights on for a month. Budget to save a small percentage of that each month until you have built enough of a reserve to keep going for six months without income.
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Five Ways to Show Your Commitment
Walk the walk.
By Martin Bissett
Passport to Partnership
There’s no doubt that consistent commitment is not as widely practiced as current partners of accounting firms might like to think.
MORE by Martin Bissett
Business success is built on a dedicated team with a shared vision giving their all for the realization of that vision and the development of the next one.
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